In the early days of the cloud, companies could easily hook customers ready to try it by simply offering them access. However, in today’s maturing cloud market, providing...
Every channel leader faces the same core problem — how do I use limited resources, programs, and people to best influence partners and meet my business objectives?
We've spent quite a bit of time here talking about how using data is essential to taking your channel business to the next level. A fundamental flaw of using channels is...
You tell your partners to make the leap to the cloud – and if you are committed to making the leap yourself, you’ll experience some of the same growing pains that they do....
Almost every high tech company does an annual partner survey. But if you are getting only "how happy are you" and "are we a profitable vendor" information, you need to...
How confident are you with whether your channel management efforts are having the right impact on your required business outcomes? Are your incentives driving behavior or...
Where is my investment of time, resources and money working? Where is it not? Are there places in my channel where revenue could be better?If you find yourself asking one...
It is too easy to forget that channel management is really all about economics. And that means it’s really all about building and managing an investment model. Make sure...
Whether it’s for cloud products that already exist or planning for a future cloud strategy, you need a partner ecosystem to help drive your business. A cloud go-to-market...
